Increase your Photography Sales with no More Work.
ByFocus on Business
I am not one for offering discounts or having sales. However, I think I have discovered a great way to increase sales with no more work involved that I can be very happy with.
I decided this year to offer a duplicate price on some select digital products. Since all the time consuming part is done on the first image why not have complete profit in selling a second one at a reduced rate?
I have many great digital products I offer to my clients. The most popular one for high school seniors is an 11×24 of eight images collaged into one digital image, framed under glass. Why sell only one final product that you worked so hard on when you might entice them to buy a second one at a reduced, yet profitable, rate? Now, don’t get me wrong, I have a nice profit built into the first product price that does cover my time in designing and I am very happy to sell only one. But, if I could coax them into getting a second one, that is even better.
A duplicate product is perfect for the graduate to keep when they go to college, or for grandma, or for the office. Of course you need to share this great news with them at the sales presentation, don’t just list it on your price list. Suggestive selling is the best way to get this add on sale because they were probably planning on getting grandma just a 4×5. Be helpful and make suggestions, and add to your profitability.
I am pricing the second image at about 40% off of the first print price. Keep in mind that if your product includes a frame, that you are still paying your original purchase cost of your second frame, so be careful that you are not discounting the frame, just the image.
Remember the second image must be exactly the same! If you let the client make changes, you have put time back into it and it should be full price.
An easy $100 on a duplicate product is a great profit, especially if you can do it on each order placed! I know this works for my children’s portrait panels. Some of the moms have ordered duplicate copies for grandma so I am excited to see how this works for the high school senior market this year.
About Barb
Barb Gordon, of www.BarbGordonPhotoCoach.com, is a Master Photographer, Photographic Craftsman, and Certified Professional Photographer with the Professional Photographers of America (PPA) to which she has belonged since 1984. She is a nationally published and award winning photographer, entrepreneur, speaker, and author including being published in the prestigious PPA Loan Collection 2006, PPA Showcase 2003, twice named Iowa’s Top Ten Photographer of the Year, 2010 Iowa’s Master Photographer of the Year, and 2010 Photographer of the Year, Silver Level at PPA’s International Print Competition.
